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Nonverbal Emotion Recognition and Salespersons: Linking Ability to Perceived and Actual Success
Author(s) -
Byron Kristin,
Terranova Sophia,
Nowicki Stephen
Publication year - 2007
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.2007.00272.x
Subject(s) - nonverbal communication , psychology , salary , selection (genetic algorithm) , emotion recognition , social psychology , applied psychology , developmental psychology , artificial intelligence , law , neuroscience , political science , computer science
The present studies examined whether salespersons who more accurately read nonverbal emotional expressions were more successful. We used multiple measures of job success, consistent with prior research. In Study 1, building‐supply salespersons who were better at nonverbal emotion recognition earned higher average annual salary increases, but did not rate themselves as more successful. Similarly, in Study 2, we found that automobile salespersons who were better at nonverbal emotion recognition sold more cars per month, but did not rate themselves as more successful. The results speak to the need for further exploration of skill‐based assessments in the selection and development of salespersons.